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Vice President of Sales

  • Role type
  • Full time

  • Location

Job Description

Position Summary:

Directs the Business Development function to develop and secure a growing stream of profitable engineering consulting orders. In accordance with Ricardo’s strategic plan, directs, plans, executes and coordinates the business development process. Leads high impact sales and marketing efforts and directs the Ricardo business relationships, focused on engineering consulting business and large programs; also supports other Ricardo Divisions, Software, and Strategic Consulting.

Essential Functions:

Orchestrates the Ricardo selling team (including the business development staff, executives, chief engineers, product managers, and operations) at assigned accounts, keeping them informed of key account issues and developments at all times

Promotes a team approach to developing account relationships and executing the selling process

Identifies new business opportunities proactively that support corporate and business segment objectives and capabilities

Develops and executes strategic account plans that support attainment of corporate and business segment goals, and that are coordinated globally

Promotes Ricardo as a high-value, high-leverage technical partner for clients, differentiated from traditional North American engineering contract services suppliers; promotes strategic outsourcing and Ricardo USPs; defines, quantifies and sells value (benefits) associated with Ricardo offerings in a way that effectively differentiates Ricardo from competitors and creates client preference for Ricardo

Manages client business relationship effectively and in a manner that maximizes client value and R-US profitability, inspires other R-US resources to accomplish the same

Promotes sales at all levels, with a focus on high-level selling, developing deep executive relationships and broad account networking

Orchestrates Ricardo cross-functional selling initiatives

Develops rapport with senior management that allows early identification of opportunities for Ricardo to uniquely add value (perhaps in new ways) to the business relationship, a total solution approach, a pro-active approach, a business partnership approach, an approach that delivers bottom-line results for clients

Makes decisions when escalated by selling team related to client purchasing or commercial issues in a proactive, professional, timely and Ricardo-favorable manner that maximizes customer goodwill

Maintains strong knowledge of assigned account business strategy, new product plans and organization charts, regularly disseminates such information to the Ricardo organization and converts such intelligence into strategy and opportunities

Supports and manages key events

Determines annual goals, FY business plan order targets and stretch order targets; manages expenses within departmental budget

Develops annual FY order forecast and assumptions

Represents Company at industry trade shows, seminars and associations to promote Ricardo and establish credibility as an industry leader.

Maintains strong knowledge of competitor capabilities and tactics, and Ricardo capabilities and effectively promotes these to clients

Provides proactive, appropriate and timely support to marketing for creation of value selling and competitive differentiation tools, competitor analysis, market analysis, mailing lists, promotional material creation, presentations, special events, special advertising, and PR campaigns

Produces professional presentations and written materials to support selling initiatives

Provides timely and accurate department reports as appropriate and requested

Maintains significant signature authority to sign contracts on behalf of Company and authorize payments up to certain limits per policy.

Manages the Business Development Department, including efficient staffing, employee development and training, performance management and policy enforcement

Serves as a member of the Senior Leadership Team, which has “executive committee” responsibilities

Delivers superior levels of customer service to both internal and external customers while demonstrating Ricardo’s core values of respect, integrity, creativity and innovation, and passion

Performs other job-related duties as assigned

Knowledge, Skills and Abilities:

Bachelor's degree in engineering or business; Master’s degree preferred

Ten years experience in business development in similar industries, including demonstrated ability in effectively deliver strategy and value (feature/ benefit) selling

Strong business and commercial skills with an understanding of financial drivers and shareholder value; solid knowledge of industry-standard legal and business language, including familiarity with contracts, NDAs, IP, payment terms, proposals, pricing, margins

Established network in industry and product group

Ten years extensive leadership experience; highly professional in appearance and approach; exudes expertise and credibility

Sound strategic thinker; possesses vision of what could be; ability to identify opportunities; nimbleness in thinking; initiator of improvements

Strong but customer-aware negotiation skills; track record of building high-performing teams; ability to influence

Demonstrated ability to effectively multi-task

Excellent presentation skills and communication skills; ability to condense complex issues into succinct messages

Strong problem solving, analytical and listening skills

Ability to excel in a fast-paced, dynamic and matrixed organization

Proficient knowledge of Microsoft Office to include Word, Excel, Access and Power Point

Ten years related experience.

Recognized industry “insider,” ideally working within or with target clients and having existing relationships at an executive level therein.

Strategic thinker, eager to take initiative, effective at creating, communicating and selling technically-oriented business solutions

Demonstrated ability in value (feature/ benefit) selling

Proven ability to develop strong customer relationships and profitable revenue streams

Strong negotiation skills

Team aptitude

Professional appearance and approach

Ability to excel in a fast, change-biased organization